Selling has its own beauty and this beauty fades away if tackled improperly. There is a lot of “GYAN” available in books, Google, YouTube videos about selling but it’s just a lecture if you fail to understand the actual tricks behind it.
‘Always remember nothing will work for you if you yourself aren’t working on yourself.’
Likewise, understanding & implementing the below 10 tricks might make you a good salesperson rather than reading and memorizing the things written in 10 books!!!
Without thinking much, let’s jump on to the top 10 things which are extremely important for any salesperson to know:
1. Introduce yourself – ‘Be clear with your purpose’:
- We all have heard that ‘first impression is the last impression’, the first meeting matters a lot and plays a major role in deciding whether there will be the next meeting or not.
- Be short & crisp with your introduction, cover all the relevant things.
- Always talk like a senior & mature person with a little bit of humor.
2. Rapport building -‘Ask more & more questions from client’
- Try to build rapport, be friendly, and sound authentic at the same time.
- Create a need and address the unaddressed needs of the prospect – the most important part of any closing.
- Ask the prospect multiple questions –
- About their background?
- What they are actually looking out for?
- What kind of project do they want?
- Their requirements?
- What made them put inquiry for your service?
- Whether they are looking for a short-term project or a long-term association?
- Their budget?
- How soon will they be able to buy if convinced by your product/service?
- Are they in their researching phase?
- Have they finalized the same deal from somewhere else before; if yes, why did they leave that and came to you for their current projects (Dis-satisfactions from their previous project partners)?
3. Be confident -‘avoid fumbling’
- Confidence is the main thing that can actually cover up all other loopholes in your selling.
- If you don’t know the exact answer to the client’s queries, never ever give the wrong answer which has got nothing to do with the reality but be politically correct- “Remember we all are humans, not robots”, so it’s okay to not to know the answer to any query put up by the client.
- Tell them that this is what you can best offer and can customize your package as per their requirements but if there is an upfront demand from the customer that you are not sure about, you can always say that – ‘we can surely speak to the senior authorities and check what best we can offer you with!’
- Don’t say ‘No’ if you don’t have a solution to his problem
- Fluency is what matters the most - 'whether it’s Hindi or English’
- ‘Don’t rush while speaking, have a two-way communication!”
4. Be logical -‘To the point’
- Imagine you go to a market thinking that you need to purchase a Cinderella dress and you saw that in front of you, what will you do? You would definitely buy that irrespective of the price, the same goes for the client too, once you understand his needs, hit to that point, and close the deal.
- Sound logical instead of giving him a speech and Wikipedia of your company, we have Google for that, no one is having this much time to listen to you for hours and hours!
5. Never be too pushy
- A hardcore salesperson always tries to be pushy but remember you are not selling; you are looking to make a good bond with the customer and hitting his weak points will unconsciously leave him with no option but to buy your product/service.
- Talk from the client’s perspective rather than imposing your own sales pressure on them. This isn’t how sales work! Always remember!
6. Understand/ Identify a problem, give a solution
- Let’s take your own example – whenever you are sad – what exactly you look at from the outside world? Obviously to console you and the solution that will push away all the sadness staying within you – right?
- The same trick needs to be applied with the client too – they look for the salespeople with the solution-oriented approach – who can help them with the alternatives which will help them find their own way!
7. Be impactful- ‘yes’- A practical & emotional choice
- Have such a strong good bond with the client that he is bound to say “YES”. He should find you influential in a way that makes him unconsciously say yes.
- You must have heard this -‘Even if you leave the world today – leave your marks there, that the world will never ever forget you’. So yes, be confident of yourself and your product so that the customer never leave you.
- Be emotionally intelligent, not an emotional fool!
8. Complete knowledge about the solution and client’s requirement
- Be prepared in advance – because the lead is just going to bombard you with multiple questions.
- Know everything about your company, product/service you approached for.
- Make the lead fill a survey form where he will speak about his requirements & budget in advance, it will definitely give you an upper hand!
9. Never-ever flaunt, be humble
- Flaunting is something that you do when you aren’t confident
- Never ever showoff, be patient, talk about your own struggles, how you provided the solution to multiple clients rather than talking about the turnover of the company, Your success etc be calm and authentic!
10. Long term relationship’s – ‘Give respect even if the client says NO’:
- Never ever wear a mask- that gets ripped off once you hear “A no” from the client – It’s ok if a Client says “NO”.
- Make such a bond that even if the client ends up not buying your product/service- he comes back in the future for the same.
- This way the client can even help with several referrals.
“Life doesn’t give you a second chance and the same is applicable in sales too, so, beware from starting to end the cycle of sales”!!!
